VP Brokerage - Southern California
Position Summary
The Vice President, Brokerage Leader is a senior executive responsible for leading the employee benefits brokerage function within a region or practice. This role drives revenue growth, oversees producer performance, and ensures the delivery of high-quality brokerage and consulting services to clients.
The VP acts as a strategic leader, balancing business development, market execution, team leadership, and carrier/vendor relationships. This role plays a critical part in scaling the brokerage platform, enhancing client outcomes, and strengthening the firm's market position.
Key Responsibilities
Brokerage Leadership & Strategy
- Develop and execute regional or practice-level brokerage strategy aligned with firm growth objectives
- Lead the overall performance of the brokerage team, including producers, account executives, and service teams
- Establish market positioning, target segments, and go-to-market strategies
- Drive innovation in benefits delivery, including alternative funding, captives, and emerging solutions
Revenue Growth & Business Development
- Own top-line revenue growth for the brokerage practice
- Lead, mentor, and coach producers to drive new business and expand existing client relationships
- Personally contribute to key client and prospect pursuits (especially large/strategic accounts)
- Build and maintain a strong pipeline of opportunities
Producer & Team Management
- Recruit, develop, and retain high-performing producers and brokerage talent
- Set performance expectations, track KPIs, and hold team accountable to revenue and growth targets
- Provide strategic deal support, including pricing, negotiation, and solution design
- Foster a high-performance, sales-driven culture
Client & Market Leadership
- Act as executive sponsor for key accounts and strategic clients
- Strengthen relationships with carriers, vendors, and strategic partners
- Represent the firm in the marketplace through industry events, speaking engagements, and networking
- Provide insights on market trends, pricing dynamics, and competitor activity
Operational & Financial Oversight
- Manage P&L responsibility for the brokerage practice or region
- Ensure profitable growth, expense management, and margin improvement
- Drive operational efficiency, including sales processes, service models, and resource allocation
- Collaborate with compliance and legal teams to ensure adherence to regulations (ERISA, ACA, etc.)
Qualifications
Experience
- 12-18+ years of experience in employee benefits brokerage and/or consulting
- Proven leadership experience managing producers and driving revenue growth
- Demonstrated success building and scaling a brokerage or sales organization
- Strong understanding of health & welfare products, funding strategies, and market dynamics
Education & Credentials
- Bachelor's degree required
- Advanced degree (MBA or similar) preferred
- Active Life & Health insurance license required
Core Competencies
- Executive leadership and team development
- Strong business development and sales acumen
- Deep brokerage market knowledge and carrier relationships
- Financial management and P&L ownership
- Strategic thinking and decision-making
- High-level negotiation and influencing skills
FAQs
Congratulations, we understand that taking the time to apply is a big step. When you apply, your details go directly to the consultant who is sourcing talent. Due to demand, we may not get back to all applicants that have applied. However, we always keep your resume and details on file so when we see similar roles or see skillsets that drive growth in organizations, we will always reach out to discuss opportunities.
Yes. Even if this role isn’t a perfect match, applying allows us to understand your expertise and ambitions, ensuring you're on our radar for the right opportunity when it arises.
We also work in several ways, firstly we advertise our roles available on our site, however, often due to confidentiality we may not post all. We also work with clients who are more focused on skills and understanding what is required to future-proof their business.
That's why we recommend registering your resume so you can be considered for roles that have yet to be created.
Yes, we help with resume and interview preparation. From customized support on how to optimize your resume to interview preparation and compensation negotiations, we advocate for you throughout your next career move.